Faculty and ResearchExpert Guide

Nancy A. Rauseo

Nancy A. Rauseo

Director, Global Sales Lab

University Instructor
Department of Marketing & Logistics

College of Business
Florida International University

Modesto A. Maidique Campus
11200 S.W. 8th St, RB 302A
Miami, FL 33199

P: (305) 348-1929
E: xrauseon@fiu.edu

Education

  • Doctor, Business Administration
    Nova Southeastern University, Fort Lauderdale, Florida
  • Master, Business Administration
    Nova Southeastern University, Fort Lauderdale, Florida
  • Bachelor of Science, Industrial Engineering
    Purdue University, West Lafayette, Indiana

Areas of Expertise

  • Business Process Orientation
  • Customer Relationship Management
  • Sales Management
  • Personal Selling

Professional Activities

Dr. Rauseo joined FIU as an adjunct professor in 2001 to develop and teach the first fully-online course for Operations Management. She was one of three faculty members in the College of Business teaching fully-online. She joined the Marketing Department full-time in 2002, where she developed and taught the first online courses for Marketing Management, International Marketing, Export Marketing, Customer Relationship Management and Personal Selling. She also created and teaches two new courses for the Sales Programs: Business-to-Business Sales & Marketing and Advanced Professional Selling. Her innovative and application-oriented learning techniques provide students with practical experience and hands-on skills. She has received several teaching awards including the 2006 Nicholls Prize for Creativity in Teaching; 2008 AMA Best Overall Marketing Professor; and 2014 Professor of the Year, College of Business. 

In addition to teaching, Dr. Rauseo has extensive experience in delivering customer-focused solutions to companies in various industries. She was the founder of a management consulting practice called AIM Performance Solutions, Inc., which provided consulting services specializing in the design of instructional content and training programs focused on developing customer relationships. She has partnered with universities and corporations to deliver workshops and training in the areas of personal selling, customer relationship management, business process analysis, and technology implementation.

Dr. Rauseo also held several senior management positions with insurance companies in the areas of sales, sales management, marketing, operations, information technology development, and client relationship management. Her twenty years of practical experience allow her to incorporate real-life scenarios into her teaching and consulting. Before joining FIU full-time, she was Vice President for Sales & Marketing and Knowledge Management – Consumer Intelligence, for Assurant Group in Miami. She was also the executive business manager for the Sales Finance Business at American Bankers Insurance Group in Miami for 3 years and worked with clients such as Caterpillar, John Deere, General Motors, and Bombardier.

Dr. Rauseo manages the Sales Programs at FIU. She is the faculty founder of the student organization, the Sales Society. She is a faculty coach for national sales competitions including the National Collegiate Sales Competition (NCSC), where FIU has ranked 23rd among 67 universities. She manages two sales tournaments a year hosted by FIU, while continuously screening and coaching new sales talent. She enjoys mentoring students and working with Sales Program corporate partners to ensure that students have access to career opportunities.

Courses Taught

  • Advanced Professional Selling
  • Business-to-Business Sales and Marketing
  • Customer Relationship Management
  • Export Marketing
  • International Marketing
  • Introduction to Marketing
  • Marketing Analytics
  • Marketing and Sales Strategies
  • Marketing Yourself in Today's Competitive Job Mark
  • Operations Management
  • Personal Selling
  • Sales Management
  • Sales Tactics and Strategies
  • Special Topics in Marketing

Refereed Journal Articles

Rauseo, N., Taylor, K. & Alvarez, C. (2015). (in press) Creating Thoughtful Salespeople: Experiential Learning to Improve Critical Thinking Skills in Traditional and Online Sales Education.  Marketing Education Review.


Lassar, W., Lassar, S. & Rauseo, N. A. (2008). Developing a CRM strategy in your firm.  Journal of Accountancy. 206 (2), 68-73.


Raman, P., Wittmann, C. M. & Rauseo, N. A. (2006). Leveraging CRM for Sales: The Role of Organizational Capabilities in Successful CRM Implementation.  Journal of Personal Selling &; Sales Management. 26 (1), 39-53.


McCormack, K. & Rauseo, N. (2005). Building an Enterprise Process View using Cognitive Mapping.  Business Process Management Journal. 11 (1), 63-74.


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